Mobility

Selligy is a buy for mobile sales teams

A review of Selligy, a new mobile CRM application available for the iPhone.

Mobile access to Salesforce is a top requirement for today's sales teams. However, the third-party Salesforce mobile app market feels fragmented at times. Even Salesforce as a company is getting serious about mobile with their Salesforce1 platform there is still room for somebody to set the standard for interacting with Salesforce. Selligy , a mobile CRM app and cloud back end (pricing) might just be one of the solutions that can help set a Salesforce mobile access standard.

One of the goals behind the Selligy for Salesforce and Salesforce1 app is to help sales teams reach a higher operational tempo with daily sales forecast changes instead of weekly with the hope of spotting stalled deals. I recently had a briefing from Nilay Patel, CEO of Selligy, who arranged for me to get access to a demo environment.

Selligy seizes upon the information requirements that underlie complex sales deals and provides a mobile app that is attractive, functional, and easy to use (especially for sales people who are inveterate Salesforce users).

Patel told me that in early customer deployments, Selligy users logged in 150% more deal updates and 500 percent more sales activities in CRM, compared to non-Selligy users.

Inside Selligy

The Selligy app could be a graduate school class into Salesforce mobile app design. While Salesforce remains untouchable amongst the sale people I know, one complaint I often hear is about the user experience. Salesforce in the cloud, or on a mobile device is so dependent on a successful deployment.

Selligy eliminates much of the manual work of getting data into and out of Salesforce. Sales people can update deal and customer information directly from their iPhone. Too often entering sales and customer data on even an iPhone can be clunky. Each input screen in the Selligy app makes maximum use of the limited screen real estate of my iPhone 5. Unlike some other mobile CRM apps I've tested in the past, Selligy didn't make want to see the tablet version of the app.

Clicking on the Meetings tab lets you view the meetings you have scheduled for the week. When they tap on a meeting Selligy lays out all of the details including:

  • Opportunities
  • Location
  • Webex
  • Log call
  • Attendees
  • Calendar Notes

This shows an example of how Selligy presents the details about a meeting:

figure-a-selligy.png
Meeting details in Selligy

Clicking on the Opportunities tab shows you the open opportunities that you can filter to focus on the current quarter, previous quarter, or the current and next quarter. When you tap on an opportunity, Selligy includes the all the necessary details including an activity timeline. If a sales team finds the tempo that Selligy espouses, the opportunity tab could rank as the most-effective feature in my opinion. Figure B shows an example of the details for an opportunity:

figure-b-selligy.png
Opportunities

Salespeople entering contacts into Selligy have the option to not add a contact to their employer's Salesforce CRM. I could see this option be a small, but important feature for career sales people who have their personal network of contacts that they bring with them from employer to employer. The Contact screen includes easy access to the Log call screen and a view of the activity timeline for that contact. Figure C shows a sampling of the details you can include with a contact in Selligy:

figure-c-selligy.png
Contact in Selligy

Sales people should be out in the field meeting with prospective customers and to that end Selligy enables sales managers to push customized questions to sales people. Selligy bills this feature as prompting sales people on what matters about a particular sales deal. It would be interesting to see Selligy evolve this feature into more of a communications tool with sales operations, sales engineers, or technical staff being brought in to support a sales call.

Patel did mention to me that there is a Selligy Android app under development.

Sales forecasting with Selligy

In mid-September, Selligy is releasing sales forecasting features from which mobile users can adjust forecast amounts, review totals, make adjustments, and save all of the changes all at once, from a single screen, with a single save.

Selligy is also including new tools for logging calls and meetings, updating opportunities, and intelligently suggesting updates to bypass cumbersome Salesforce updates.

Selligy settings

The Selligy Settings screen includes easy access to Selligy account settings (email, password, calendars, and conference call information), and Linked Accounts (Salesforce and optional link to LinkedIn)

Selligy configuration

I'm a proponent of sales operations having the tools they need to configure and manage mobile CRM and sales tools without the need for IT intervention. Selligy includes an automated configuration console that's simple enough for sales operations staff back in the office to configure Selligy elements including screens, custom fields, and even establishing business rules.

Close the deal

I always approach anything Salesforce related with an extra bit of scrutiny because to me the company treads too close to trying to be too many things to too many people. On top of that, it can be hard to keep a third party developer ecosystem aligned to the overall platform. Selligy swats down both of my objections quite handily.

I recommend checking out Selligy to any sales organization that wants to make better use of their Salesforce data to help their team close more deals. While not every sales organization might be ready for a tool such as Selligy, the ease of use is still a draw.

About Will Kelly

Will Kelly is a freelance technical writer and analyst currently focusing on enterprise mobility, Bring Your Own Device (BYOD), and the consumerization of IT. He has also written about cloud computing, Big Data, virtualization, project management ap...

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